The role of the Global/Japan Priority Client Driver (Account Manager) Team is to support Global Relationship Partners (GRPs who lead the account globally/locally) and their account teams to co-ordinate account activity, build and execute account strategy, maintain momentum towards a shared client vision, effectively communicate to client teams and implement disciplined account management processes and practices.
The focus of the role will vary from account to account depending on the specific needs of the Account/GRPs, the maturity and geographic spread of the client relationships, the volume of opportunities, availability of other resources on the core account team (eg. whether there is a Client Relationship Executive; Sales or RM) and/or Client Account Assistant, the culture of the client and whether it is an audit or non-audit client.
Typically Client Drivers are highly energetic, have the ability to influence, are good communicators, possess business and global acumen, have a strong team ethic and a good understanding of firmwide processes, people and drivers of our companyfs profitability.
We fully recognise that there is no single model that can be applied to every account.
We provide below a list of principal activities which can be used by the GRPs and Client Driver as a menu from which to select 3-5 key areas where the Client Driver can really make a difference to the account team.
Summary of Major Accountability:
Drive the development and update of the Account Plan and Strategy for the assigned account
Drive the development and use of account tools and infrastructure, such as
o account plan progress management
o pipeline management
o relationship and buying centre maps
o revenue management/analysis
o internal meeting planning/implementation/preparation domestically and globally including active management of actions
o Account Planning Workshop (APW account strategy planning meeting) planning and execution
o sharing client/industry news as well as client research and sharing
o our companyfs Thought Leadership/White Paper research and sharing
o Marketing event (seminar/survey etc.) support by coordinating with event owner as well as account lead partners and CREs (Client Relationship Executive; Sales)
Proposal development support document master, timeline management/internal meeting arrangement, gathering CVs/Credentials and other logistics such as arranging translation etc.
Other ad-hoc support: Firm event and other Ad Hoc Project such as running training/sharing session on account management approach;
An active interest in business and delivering excellent client service
Has prior experience in
Project Management: driving project execution, time management, task prioritization etc.
Influencing and managing a diverse senior stakeholder groups
Driving business plan development
Managing and reporting financial performance/markets analysis
Possess excellent influencing and communication skills (verbal and written)
Strong interpersonal and communication skills
Experienced and confident in writing reports and preparing presentations by leveraging PPT, Word and Excel and Google Applications
Proficient in both written and spoken in Japanese and English
Client service oriented, detail oriented
Focused and output driven
High personal standards - confidentiality, time management, do the right thing